Sr Manager, Business Development - Solar

Shoals Technologies Group; Portland (TN); On-site; USD 120,000 - 180,000; Full time

Job summary

Shoals Technologies Group, a leading EBOS solutions provider for solar and energy storage, seeks a driven Business Development Manager to expand our utility-scale footprint.

You will analyze market pipelines, engage owners, EPCs, and developers, and act as SME to drive revenue and margins. Travel up to 50%, autonomous role, collaboration with sales; office presence near Nashville preferred.

Qualifications

• 5+ years in business development or strategic sales in utility-scale solar or renewables.
• Deep understanding of the utility solar project lifecycle and EPC procurement.
• Autonomous, self-motivated with urgency to hit targets.
• Experience with CRM forecasting and data-driven decisions.
• Excellent presentation and negotiation skills with executives.

Responsibilities

• Identify strategic relationships with utility-scale solar project owners, IPPs, and developers.
• Execute campaigns to secure Shoals as a Preferred Vendor on AVLs for major portfolios.
• Analyze market pipelines and anticipate customer needs, selling Shoals EBOS value.
• Educate Engineers of Record on the technical advantages of Shoals EBOS architecture; act as SME.
• Collaborate with internal sales to close high-value deals and improve margins.
• Represent Shoals at industry conferences and provide market feedback to leadership.

Skills

Business development

Strategic account management

Sales forecasting

CRM (Salesforce)

Negotiation skills

Education

Bachelor's degree in Business

Bachelor's degree in Engineering

MBA

Tools

Salesforce CRM

Job description

Are you ready to join a fast-paced, innovative team making a real impact in the renewable energy industry? Join Shoals Technologies Group (NASDAQ: SHLS), a leading provider of electrical balance of systems (EBOS) solutions for solar and energy storage. Headquartered just north of Nashville, Tennessee, we have been driving industry innovation since 1996 by delivering cutting-edge technologies that improve efficiency, safety, and reliability for solar systems worldwide. With over 60 GW of solar systems deployed globally, we’re setting the standard for the renewable energy industry. We are a collection of engineers, renewable advocates, curious minds, and collaborators. Our manufacturing facilities in Tennessee and Alabama, along with sales teams across Spain and Australia, enable us to power clean energy solutions across Europe, Latin America, Africa, and Asia-Pacific. We push boundaries and challenge each other to design, develop, and deliver solutions with the potential to change the world. We are the rebellious hero.

Summary

We are seeking a highly driven, self-motivated Business Development Manager to spearhead strategic growth within our Utility Solar division. Reporting to the Senior Director of Business Development, this individual will be the tip of the spear in expanding our footprint with project owners, developers, and EPCs. The ideal candidate is a proactive industry expert who thrives in a high-autonomy environment. You will be responsible for analyzing market pipelines, elevating Shoals to preferred vendor status, and serving as a technical and commercial Subject Matter Expert to drive revenue and optimize margins across complex utility-scale solar projects.

Responsibilities

Strategic Market Penetration & AVL Securitization

• Identify, engage, and build deep strategic relationships with utility-scale solar project owners, IPPs, and developers.
• Execute targeted campaigns to navigate complex procurement channels and secure Shoals position as a Preferred Vendor on AVLs for major portfolios.

Pipeline Analysis & Proactive Selling

• Continuously analyze industry databases, market trends, and internal project pipelines to identify early-stage opportunities.
• Anticipate customer needs and proactively sell the holistic value of Shoals EBOS solutions (labor savings, reliability, speed of installation).

Subject Matter Expertise, EPC & EOR Engagement

• Engage directly with Engineers of Record to educate them on the technical advantages of Shoals EBOS architecture, ensuring our product designs are deeply understood, specified, and preferred early in the project engineering phase.
• Act as the primary SME for Shoals product suite during engagements with EPCs, independent engineers, and technical stakeholders.
• Consult with EPCs and EORs to analyze site designs, demonstrate the ROI of our plug-and-play architecture, and integrate Shoals solutions seamlessly into their project plans.

Sales Acceleration & Deal Execution

• Partner seamlessly with the internal sales team, providing strategic insights and executive-level support to navigate roadblocks and close complex, high-value deals.
• Own strategic initiatives designed to not only increase top-line sales volume but strategically negotiate and position value to improve overall project margins.

Industry Leadership

• Attend and represent Shoals at key utility solar industry conferences, trade shows, and networking events.
• Provide continuous market intelligence and feedback to product development, marketing, and executive leadership teams regarding competitive dynamics, pricing pressures, and emerging market needs.

Qualifications

• 5-7+ years of demonstrated success in business development, technical sales, or strategic account management within the utility-scale solar or renewable energy industry.
• Deep understanding of the utility solar project lifecycle, EPC procurement processes, EOR design workflows, and Electrical Balance of Systems architecture.
• Highly motivated, autonomous professional who operates with a sense of urgency and requires minimal supervision to hit and exceed targets.
• Proven ability to dissect project pipelines, leverage CRM systems (Salesforce) for forecasting, and utilize data to drive strategic sales decisions.
• Exceptional presentation and negotiation skills, with the ability to communicate complex technical concepts to both engineering teams and C-suite executives.
• Willingness to travel extensively (up to 50%) to customer sites, regional offices, and industry events as required to build relationships and close business.
• Bachelor’s degree in Business, Engineering, or a related field (MBA or advanced technical degree is a plus).

Shoals Technologies Group, LLC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.